SDR script and objections
Feature video
Who is this for?
- SDRs who structure their cold calls.
- Managers who want a shared basis to frame and coach outbound calls.
Permissions and licenses
- No prerequisites: this page is a call template, not a Leexi feature.
How to use it
Intro
- "Hi, Mr / Mrs name?"
- "I'm your name and I'm calling from your company. We specialize in your product or service."
- "May I speak with decision maker's name?"
Value proposition
- "I'm calling today because I saw that you are job title / company role, and we have a product or service that can benefit to the potential client."
If the context permits: "We have already helped other companies like yours and I think we could do the same for you."
Pitch
- Explain briefly what your product or service is, with the goal of convincing the prospect to accept a meeting, a demo, or another next step.
Goal: manage to bring out the strengths of your product or service.
Overcoming objections
- "I understand that you may not be interested in product or service right now. But I just wanted to mention that we offer a free trial or special offer that can help you see the value of our offering without any risk."
Keep in mind: objections can appear at any time during the call. The most common ones are covered below.
Closing
- "Can I schedule a call or meeting with you to discuss this further? I think it would be worth your time to learn more about how your company / product / service can benefit your company."
- "What about day / time?"
Going further
The most common objections in cold calling, and possible answers.
"I'm not interested."
- "Okay… out of curiosity, what are you not interested in?"
- "Don't worry, you already know our company?"
- "I haven't really introduced you to what the company does."
Gatekeeper: "He/she is not interested!"
"I understand that this is not the right time, but we work with some of your colleagues in your sector of activity. So it would be very relevant if I could have a quick chat with Mr / Ms name."
"How did you get my number?"
"I know you are the right person in the company… So I thought it would be appropriate to reach you on this number, which I found on the prospecting tool you use. Isn't this your work number?"
"I'm not the decision maker."
"OK, thanks for the information. Who should I contact about this internally?"
"I'm too busy to talk right now."
"Sorry, this may not be the right time. When can we arrange a short meeting? What about day / time?"
"I'm happy with my current provider."
- "Okay… may I ask what makes you satisfied with it?"
- "Okay, great, which means that you have mastered this subject. It's all the more relevant that we talk about it together in this case!"
Then explain your competitive advantage and ask for a demo or a meeting.
"Your product is too expensive."
- "I understand it's a cost, but if it means only one extra sale per month per salesperson, is it profitable?"
- Reiterate the value provided.
- Ask what, for your contact, a fair price would be.
Keep in mind: try to find out why the prospect thinks it's too expensive.
"Send me the information by email."
"Can we take one minute now so I can explain what we do, so you can already have an idea? Then we'll see whether it's relevant to continue the exchange."
Frequently asked questions
Things to watch out for
- This list is not exhaustive: objections vary depending on the product or service being offered, the industry, and the individual potential client.
- Listen carefully to the objection and answer the concern raised rather than giving a generic reply.
- Look for the reason behind the objection, especially on price, before answering it.